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Meridian, Idaho, United States
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6K followers 500+ connections
Meridian, Idaho, United States
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6K followers 500+ connections
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Member Advisor with OETC, assisting educational institutions with their technology needs…
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Contributions
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You want to enhance client connections in sales. How can you personalize your approach effectively?
Be a person, not a robot.Seek opportunities to connect as a human being. Listen for problems, and find solutions specific solutions that are applicable to their situation.Earn the right for bigger opportunities by successfully solving the small problems.Upvote
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🚨Attention Pickleball and Tennis Players!🚨Over the past year, I’ve been working on a side hustle fueled by my growing pickleball obsession and a…
🚨Attention Pickleball and Tennis Players!🚨Over the past year, I’ve been working on a side hustle fueled by my growing pickleball obsession and a…
Liked by Dustin Woodward
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On this International Women’s Day, I’m taking a moment to support organizations that uplift and empower women here in Colorado and across the globe.…
On this International Women’s Day, I’m taking a moment to support organizations that uplift and empower women here in Colorado and across the globe.…
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🌟 Yesterday, West Ada School District had the honor of hosting some of this year's retirees at a "Happiest Hour" at Louie's Pizza and Italian…
🌟 Yesterday, West Ada School District had the honor of hosting some of this year's retirees at a "Happiest Hour" at Louie's Pizza and Italian…
Liked by Dustin Woodward
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Experience & Education
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OETC
****** *******
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******* *******
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******* ******* | ********
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***** *&* **********-********
****** ** ******* - ** ******, ***********, & ***** *******
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Publications
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When I'm A Big Kid Like Daddy
Page Publishing
Children's book written in collaboration with my 3 year old son.
See publication
Honors & Awards
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First Quarter Break Award
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Exceeded criteria for new agent in first quarter in the business.
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Triple Crown
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Met/Exceeded 2020 4th Quarter Targets
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Athletic Administration Student of the Year
Texas A&M University - Commerce
Languages
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Spanish
Limited working proficiency
Organizations
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American Baseball Coaches Association
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- Present
More activity by Dustin
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✨ Wrapping Up an Incredible Sales Kickoff! ✨A huge THANK YOU to everyone who made this year’s TravelNet Solutions Sales Kickoff a memorable and…
✨ Wrapping Up an Incredible Sales Kickoff! ✨A huge THANK YOU to everyone who made this year’s TravelNet Solutions Sales Kickoff a memorable and…
Liked by Dustin Woodward
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Competed as a blue belt for the first time yesterday. Took home the gold 🥇I can’t speak enough about what Jiu Jitsu has brought to my life…
Competed as a blue belt for the first time yesterday. Took home the gold 🥇I can’t speak enough about what Jiu Jitsu has brought to my life…
Liked by Dustin Woodward
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Thank you TravelNet Solutions for an amazing SKO! Austin, TX was cold but did not disappoint!
Thank you TravelNet Solutions for an amazing SKO! Austin, TX was cold but did not disappoint!
Liked by Dustin Woodward
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❄️ Snow days, school spirit, and student voice—there's never a dull moment at Rocky!I had the chance to chat with students about what really goes…
❄️ Snow days, school spirit, and student voice—there's never a dull moment at Rocky!I had the chance to chat with students about what really goes…
Liked by Dustin Woodward
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To Everyone Impacted by the recent Layoffs: Keep Moving ForwardThe recent layoffs at companies like Salesforce, Workday, and others have left many…
To Everyone Impacted by the recent Layoffs: Keep Moving ForwardThe recent layoffs at companies like Salesforce, Workday, and others have left many…
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Greetings friends and colleagues! I'd like to share an exciting opportunity for aChief Technology Officerat Portland Public Schools. If you're…
Greetings friends and colleagues! I'd like to share an exciting opportunity for aChief Technology Officerat Portland Public Schools. If you're…
Liked by Dustin Woodward
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Another incredible experience at the IETA Conference in Boise, Idaho! This year, I had the privilege of co-presenting with Bryan Shigihara from…
Another incredible experience at the IETA Conference in Boise, Idaho! This year, I had the privilege of co-presenting with Bryan Shigihara from…
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TRN is excited to announce the placement of Mathew Morrison as K12 Sales Executive for Oregon with our client OETC.
TRN is excited to announce the placement of Mathew Morrison as K12 Sales Executive for Oregon with our client OETC.
Liked by Dustin Woodward
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Evolv Technology seen at the Grand Ole Opry . Feelin safe Michael Welch
Evolv Technology seen at the Grand Ole Opry . Feelin safe Michael Welch
Liked by Dustin Woodward
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We're here at #IETA and ready to rock! Visit Booth 60 to say hello to our Linewize team. And don't miss our session on Friday with Idaho Falls School…
We're here at #IETA and ready to rock! Visit Booth 60 to say hello to our Linewize team. And don't miss our session on Friday with Idaho Falls School…
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Explore more posts
- Shahjad Khan To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps.1. The most successful AEs I have met were the best SDRs.2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline.3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections.4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants.5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team.Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER.Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas 102 12 Comments
- Isa Sher Multi-threading...A skill that's fast becoming the most critical in a sales reps arsenal.Why?🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite.It sounds like an uphill battle 🏃♂️➡️⛰️ but the truth is, multi-threading is not as daunting as you might think.⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts."🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it!📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps.By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread?P.S. You can guess what I'll be doing in the office today :😉#multithreading #sales #digitalsalesrooms #dsr #aestrategies 61 10 Comments
- Fiona Simpson, CAPM Ok, I'm getting on the SDR discussion train, but not in the same vein as a lot of the conversation going around over the last few days.🌶 Hot take: SDRs shouldn't be an entry-level job. 🌶 If you take what many GTM leaders out there are saying about what SDRs should be doing, it's not a skill set for kids fresh out of school in their first professional job. Sorry, y'all. It's just not. The role of an SDR, when executed to match 2024 buying environments, takes professionalism, finesse, drive, sales technology navigate, market awareness, and many other skills that take years to develop and hone. And if you're selling enterprise deals to the C-suite, I promise not a one of them enjoys being cold-called by a 23-year-old who knows little to nothing about their business or the industry.SDRs are a niche form of sellers and should be a secondary track developed in a sales org alongside AEs. They shouldn't be 'beneath' AEs and they also should be compensated in a much more evolved structure than the BS call volume or meetings booked metrics. At a bare minimum, they should be comped on pipeline generation, but the comp side could be a whole separate post."But Fiiioooonnna, how will our company get entry-level folks?" You know where everyone should start in a SaaS company? Customer support. Learn the product, learn the customers, learn the culture, work hard and fail fast with a safety net more experienced colleagues. Imagine how good an SDR would be if they'd spent 6-12 months supporting customers?Thoughts? 18 29 Comments
- Dan Cremons PE investors / operators: have "hire additional sales capacity" on your VCP or annual plan? HIRING new reps is only half the battle. For the ROI math to math, gotta then make 'em productive. As quickly as possible. But when it comes to making reps productive quickly, B2B companies face two big challenges: →The average tenure of a B2B sales rep is less than two years, YET... → Reps hit their peak performance two to three years in. Translation: Most reps leave before they’ve reached max productivity. Eek. In many cases, weak sales onboarding is to blame. But taking a more intentional approach to sales onboarding has a bevy of obvious benefits: • Reducing sales turnover • Shortening time-to-revenue • Higher odds of achieving your rev targets Hit on this in the book in Winning Move #32, but check out the vid below for a deeper dive on the P's and Q's of sales onboarding ▶️ * * * * * Found this helpful? Plenty more where that came from. Check out the Winning Moves Platform: the ambitious PE leader's toolkit for accelerating value creation. ↳ A digital arsenal of resources, how-to's, and tools to help private equity leaders make value-generating Winning Moves with confidence. Link in the comments below. ⤵️ 22 12 Comments
- Brian LaManna Average Contract Value by segment:Strat - $278KENT - $180KMM - $57KDirect correlation with your expected payouts? Yes.Average OTE by segment:Strat AE - $280KSee more: https://lnkd.in/gEqj9YQzENT AE - $255KSee more: https://lnkd.in/gb7GeWzWMM AE - $165kSee more: https://lnkd.in/gDkDDg5wThe larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations.All open SaaS roles here: https://lnkd.in/ggz4efaDAny of these surprise you? 🦙 122 44 Comments
- Andy Myers ❗ Attention Sports Sales Reps ❗ Finding it difficult to prioritize your time and outbound effort? Here's my philosophy. 👇 The A, B, C method states the following...A Level Clients = A Level TimeB Level Clients = B Level TimeC Level Clients = C Level TimeThis IS NOT a philosophy on the manner in which you treat your customers and clients. Everyone is treated fairly, with great customer service, and responded to in a reasonable amount of time. This method pertains to how you are spending your outbound effort and scheduling meetings. Depending on your team's situation (whether you work inside your arena or if your office is off-site), showing seats can take up 2 hours of your time when you include set up, drive time, the tour, and discussion afterward. How many calls or virtual meetings can you accomplish in that time ⁉ Make sure the amount of time you invest into a prospect yields the appropriate amount in return. #SportsBiz #TicketSales 13 1 Comment
- Jesse Grothaus New sales ops hires have no idea what they are getting into with Salesforce.Here's why:Imagine you’re building a deck.And you are given the keys to a Home Depot.You have access to unlimited equipment and supplies.But you get no instructions on what deck you are building or how to build it.This is what situation most sales ops roles are in with Salesforce. Without training in its full capabilities, admins will be stuck and overwhelmed.This is why I created the Salesforce Accidental Admin Accelerator for sales admins.I recently did a webinar on YouTube that talks about how we are helping SalesOps and sales administrators with Salesforce.You can view it here: https://lnkd.in/g297XegA 1
- Martin Roth Most sales leaders focus on their top performers. But your best reps will crush quota whether you help them or not.Here's the uncomfortable truth about scaling revenue...Your top 10% will succeed despite you.They'll figure out how to sell your product and close deals even if you give them zero support, no collateral, and an undefined ICP.But you can't build a scalable revenue engine on top 10% talent alone. It's just math.Even with a rigorous interview process and strong recruiting brand, our 12-month retention rate at Levelset was around 55%. And that was GOOD.The key to scaling isn't finding more unicorns. It's raising the floor for everyone else.That means writing down exactly what success looks like.Not just hoping good people will "figure it out."I learned this the hard way. For the first 4 years (or so), we closed deals almost in spite of ourselves. No real sales playbook. No defined process. Just talented people working hard.When we finally documented our exact process - from first touch to close - our ramp time plummeted and consistency shot up.The uncomfortable truth? Most founders spend way more time recruiting than preparing to train and support their hires.Your playbook doesn't need to be fancy.Start with one document: "How to Run a Demo."Make it painfully detailed. Your top reps will hate it. Your new reps will love you for it. 42 6 Comments
- Ally Youngblood Public PSA to sales reps with EOY:If you’ve already offered your prospect a discount to sign by X date once or twice… and they haven’t… don’t do it again. Your “promotion” lacks all credibility. Value sell, value sell, value sell. Understand your clients timeline from the very first call you have with them. Micro close them every single interaction you have + then hold contract value because you’re actually aligned on the buying cycle and priorities. 😘🚀#discounts #eoy #sales #accountexecutives #valueselling 8
- Paul Salamanca Sales Leader: “Here’s your laptop, your quota, your territory. Excited to have you onboard”Sales Leader 7 months later: “You’re fired” ✌️Not all ramp times should be created equal A sales rep starting in Minnesota should not have the same expectation as the rep starting in NY. The rep starting in an emerging territory with 5 existing customers should not have the same expectations as a new rep starting in a developed territory with 50 existing customers. And yet this is pretty common at tech startups. The developed territory rep has 45 more chances to cross/upsell right from the jump.Unfortunately at most companies, a new rep starting is compared to every other new rep. “How’s Jonny doing?” Typical question you’ll get about someone who started a few months ago. A tycial response is “They’re doing ok from what I can see. Still early. We’ll have a better idea around the 6 month mark.”That leader then starts to look at Johnny from Minnesota a little closer. Then starts to compare Johnny to Stacy who started her role in NY around the same time. Then compares Johnny to Chris in San Fran who started 4 months ago.Seems like Johnny isn’t doing as well as the others who started the same time as Johnny. The tune quickly changes to “I’m not sure if Johnny is going to make it here”A little while later - Next thing you know - bye bye Johnny. Unfortunately, Johnny could have been doing great for his territory and was about to start contributing meaningful revenue. You could be letting go TOP talent because of unrealistic or ambiguous expectations.They may not be selling as much as your main market reps but could be well ahead of schedule for that specific territory. So how do you create ramped quotas across your team that gives you a better idea of how well new reps are really ramping up?Here are a 3 things to consider:1. Define Emerging and Developed territories based on data. It can be under X existing customers, average tenure in their territory, average deals per Q, etc2. Now look at historical data to determine the average amount sold within the first 90 days in an Emerging Territory.Do the same for Developed Territories. Do the same for the second 90 days. 3. Repeat step 2 for pipeline, F2F meetings, etcNow you have a more realistic benchmark of where Johhny should be after 90 and 180 days. If Johnny is behind the 90 day plan - that’s the time to get him some more help. Much better than waiting 180 days to realize Johnny is far behind and probably wont work out. Help ensure Johnny works out.He’s a good dude that just happens to live in Minnesota. I’m sure Minnesota is great. It’s just not New York. So don’t expect it to be.#TOP #sales #territories 99 25 Comments
- Kevin Gaither
- Marselin Aghajanian Dear fellow salespeople: If you have friends, family, clients, or colleagues in the LA area, please extend a little extra kindness right now; they’re likely not doing okay. Press pause on calling your California prospects and instead take a moment to check in with them. A quick message or thoughtful gesture can go a long way in offering support during tough times.Let's prioritize empathy and genuine connections in our work. After all, sales is not just about closing deals; it's about building relationships that matter.Stay safe, everyone 💜 58 1 Comment
- Chris R. SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen.There's the obvious activity levels and SQL/SAL volumes but what else do you like to see..... 1 5 Comments
- Jason Sockel People don’t realize what “closing skills” are in sales, and they’re not “is persuasive.” Reps with closing skills CONSISTENTLY know, can choreograph and advise on how the deal gets signed and returned.And their forecast accuracy reflects those skills. 4 3 Comments
- 🏅 James Murphy Big disconnect right now between frontline sellers and Exec teamsI posted yesterday about a few things that have come up recently with a few leaders that have reached out to me. From that post, I got a slew of front line sellers reach out to me and tell me they feel like their companies just dont understand what its like being on the frontline. This is a fundamental breakdown of communication between the frontline, middle and senior leadership teams. The good news though, this can be fixed pretty quickly. The responsibility sits with Director and VP level leaders. Understanding and communicating about the real challenges the sellers are facing on the frontline is essential.Taking that feedback and championing it with senior leadership cross functional is an essential role function of the Director and VP. Too often, the Director or VP are too focused on trying to execute what the business expects that they do not take the time and effort necessary to solve these challenges. If you struggle with this, you are not alone. Help is out there and coaching is available for those of you that want it. Its our responsibility to ensure our frontline folks are heard and supported!Lets all do better. 62 5 Comments
- Emma Larson Sales people have some of the most variable comp of any W2 professional.Most comp structures are a 50/50 split, sometimes a 60/40 split (60% base and 40% variable based on performance).So my question for sales professionals -howdo you think about your comp? Do you plan around your base income, OTE (on target earnings), or something in between? Since I started selling software almost 5 years ago, my family has decided to live off of my base. This has forced us to live within our means and helps avoid lifestyle creep as my income increases. This means my 401(k), our mortgages, rent, utilities, groceries, automated target contributions, and monthly variable expenses all fit within my base. With commission, I make a plan for the additional cash. Most of my comp plans have had quarterly commission payouts, so by the time the commission hits I have time to make my plan. My rule of thumb is 50% gets invested in my target account, 25% gets allocated to upgrades for our properties, and the remaining amount goes into our checking account as extra spending money. Sales reps, how do you think about your base vs variable comp? 10
- Daniel Berk 🐝 Mike Gallardo writes the best sales newsletter that lands in my inbox, and has an extremely actionable sales course that I just purchased.I've been following Mike for a while now, ever since he started his sales newsletter (written on beehiiv obviously).His course is absolutely caked in best practices for sellers and sales leaders.How to build foundational outbound strategies.How to become a 1% end-to-end seller from foundation to closed won.How to respond to objections and negotiate like a master.Everything. And not only that, there are countless templates and frameworks that he and his team use, and they work.I'm stoked to get further into his course and level up myself and my team.If you're looking for a course to check out, buy his and use my referral link because I get paid if you do. 😏 https://lnkd.in/eaR7rGwa 10 1 Comment
- Keith Weightman AE: Why aren’t I seeing any results from my outreach?You: It’s only been a week.AE: I saw this cool tip on LI. Why aren’t we doing that?You: It’s only been a week.AE: I think I need to change it up.You: I think you need to follow the plan for longer than a week. 267 61 Comments
- Antony Elliott Every AE ever - "I cannot find the information I need, and I need it now!"Sales Leaders, is it a common complaint from your teams that they cannot find the answers? They cannot find competitor information, that latest deck, or that marketing snippet. Do they lose time searching Salesforce, Sharepoint or name your company's resource of choice to find the information? We have the Answer!#Qlik Answers is a stand-alone GenAI (RAG) solution sitting over your unstructured data, every PowerPoint, PDF, email, and text field in your CRM, and so on. Allowing your team to ask a question and get the answer immediately. Demand your teams get the one tool they need! 53
- Mike Gallardo One of my AEs closed 20+ customers last month. His best tips: 1. Have a strong follow up cadence in case you get ghosted. Even if you're the best seller people get busy and will stop responding. His cadence is over 100 days of value touch points. A lot of people come back because of this. 2. Set calls until the deal is done. At no point should you be waiting to hear back about what's going on. Make sure to schedule next steps live always. 3. Fight to win every customer, no matter how small they are. You never know how fast they'll grow or how things will play out. Plus, it's just the right thing to do. 4. Know your competitors inside and out. Ask about them in discovery so you know who you're up against, how your different and how you can best position your solution. Spend a lot of time studying this and perfecting your talk tracks. What's your best tip for closing deals? - Mike G 👉 Join 8,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK 605 49 Comments
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